“Positioning is based on the target segment you intend to dominate and the value proposition you intend to dominate it with.”
This should drive you sales approach.
For (target customers)
Who are dissatisfied with _ (current market alternative),
Our product is a _ (new product category)
That provides _ (key problem-solving capability).
Unlike _ (the product alternative),
We have assembled _ (key Whole Product features to maximize fit for specific target market segment)
Value Proposition: Who it targets, What it does and How it benefits the user.'
E.g. Azotel's solution targets local entrepreneurs. It allows them easily set up wireless internet services. This is done more easily and less costly than ever before.
This should drive you sales approach.
For (target customers)
Who are dissatisfied with _ (current market alternative),
Our product is a _ (new product category)
That provides _ (key problem-solving capability).
Unlike _ (the product alternative),
We have assembled _ (key Whole Product features to maximize fit for specific target market segment)
Value Proposition: Who it targets, What it does and How it benefits the user.'
E.g. Azotel's solution targets local entrepreneurs. It allows them easily set up wireless internet services. This is done more easily and less costly than ever before.
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